7 Lies You've Been Told About SalesSep 21, 2020
Everyone has an opinion about everything these days. Whether you're talking to other people about starting a career in sales or if you've been in sales for a long time, you've more than likely been lied to.
Let's clear the air.
Lie #1: Sales Is Unpredictable - Not true! Although salespeople have to interact with other people who can be unpredictable doesn't mean that sales itself is 'unpredictable'. At the end of the day, there are only a limited amount of possible outcomes when selling a product or service: you get a deal or you don't. If you aren't using a real process to sell your products then you're likely to believe that selling is an unpredictable activity and that you're not truly in control. Selling is a process-driven activity and predictable results are achieved by understanding the specific steps that happen throughout each sales interaction. Sales should be algorithmic.
Lie #2: 'Always Be Closing' - That famous scene from GlenGarry Glen Ross is so 1992. Sales managers and sales people believe that the key to success in selling is to 'always be closing'. This couldn't be further from the truth in today's marketplace. Absolutely no one wants to be 'closed' these days. Today, people are searching for value and unfortunately, there's not a lot of value to be found from salespeople walking around with commission breath. Instead of 'ABC', let's focus on 'ABV' or, 'Always Bring Value'. When you value the relationship with your customer more than your customer's money, you'll never have to worry about money.
Lie #3: Pricing Matters - It doesn't. If it really did, massive players like Louis Vuitton, Porsche and Apple wouldn't exist. Pricing becomes very important when there is a lack of perceived value. Great salespeople understand how to keep their prices high and build additional value with their buyers. If you're able to provide an exciting, positive and educational sales experience with your customers, you won't have to rely on things like discounts and gimmicks to get a deal done. Copy and paste this process to sell anything.
Lie #4: Cold Calling Is Dead - It's not. Cold calling is on life support. Relying on cold calling alone to generate business can work - but it is a grueling process. It doesn't have to be like that. It's never been easier to use additional tools like social media, digital marketing, text message, email and other forms of communication to drum up new business. There's a reason why salespeople who use social media outsell 70% of their peers. However, just because there are widely accepted forms of communication doesn't mean that picking up the phone doesn't work, it surely does. Trouble making cold calls? Use this script template.
Lie #5: Closers Are Good At Handling Objections - This is a half-lie. Of course, great salespeople can 'handle objections' and get a deal closed. But this doesn't mean that the only difference between amateur and professional salespeople is their ability to handle objections. Great salespeople know how to eliminate objections in the close by initiating them throughout the sales process and building value with their customer.
Lie #6: You Can't Make A Lot Of Money - This is bogus. This lie usually comes from people who tried to make it in sales and failed. Sales is the highest-paid profession in the world! Some of the most affluent and successful people in the world are salespeople who have mastered the art of providing massive amounts of value to others.
Lie #7: People Don't Like Salespeople - People just don't like bad salespeople. It doesn't matter what your profession is, if you have a bad attitude, show up late, don't understand your product or how to communicate effectively, build value or create an enjoyable experience - people probably won't like you. Here's the reasons why salespeople can get a bad rep.
If you're ready to take your sales skills to the next level, I invite you to check out Stupar Sales Academy and join hundreds of sales professionals who are closing more deals by using more effective and modern sales strategies. Get 48 hours of free access here.
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